Exam 13: Retailers, Wholesalers, and Direct Marketers

"Atmospherics" refers to the physical characteristics and amenities of a retail store that attract customers and satisfy their shopping needs.

An example of a rack jobber is a company that handles inventory, pricing, and promotion of CDs and DVDs in stores such as Walmart.

Limited-line stores are typically found in areas with small populations because they handle products that are highly demanded in those localities.

Explain retail convergence and give an example.

Category management focuses on the profitability of individual items rather than entire product lines in determining what to stock.

What term refers to a retail establishment that carries a wide variety of product lines, all stocked in some depth?

"Selling up" is a technique in which salespeople try to persuade customers to buy higher-priced items than they had originally intended.

Internet-based retailers set up electronic storefronts and fill customer orders from a centrally located warehouse that holds merchandise from many manufacturers.

What are the two broad categories of independent wholesaling intermediaries?

What is it called when a retailer tries to convince a customer to buy a higher-priced item than he or she had originally intended?

Stores such as IKEA (furniture and housewares) and Golf Town are limited-line merchandisers.

What is the major difference between a selling agent and a manufacturer's representative?

Mass merchandisers often stock a wider line of products than department stores, while offering the same depth of assortment within each line and comparable service levels.

What is the most frequently used form of direct marketing?

What results from the combination of all retailing mix components?

A power centre brings together several huge specialty stores like Canadian Tire, Michaels, or Pier 1 Imports as stand-alone stores in a single trading area.

Which term refers to the activities involved in selling merchandise to ultimate consumers?

Match each item to the statement or sentence listed below. a.stock-keeping unit (SKU) b.markup c.markdown d.retail convergence e.scrambled merchandising f.atmospherics g.broker h.general merchandise retailer i.category killer j.rack jobber k.supercentre l.auction house m.specialty store n.retailers o.mass merchandiser p.truck jobber q.direct marketing r.drop shipper s.planned shopping centre t.wheel of retailing -A(n) _____ is a limited-function merchant wholesaler that markets perishable food items.

Match each item to the statement or sentence listed below. a.stock-keeping unit (SKU) b.markup c.markdown d.retail convergence e.scrambled merchandising f.atmospherics g.broker h.general merchandise retailer i.category killer j.rack jobber k.supercentre l.auction house m.specialty store n.retailers o.mass merchandiser p.truck jobber q.direct marketing r.drop shipper s.planned shopping centre t.wheel of retailing -is the amount a retailer adds to the cost of a product to determine its selling price.

What is the basic distinction between a company's sales branches and its sales offices?